CRO - Chief Revenue Officer Archives - Scaling B2B Sales Growth

How is a CRO (Chief Revenue Officer) Different From a VP of Sales?

In a nutshell – a Chief Revenue Officer (CRO) is responsible for figuring out how to grow sales revenue at the company. Thus, a CRO is the “CEO” of the entire “Revenue Engine” of the company that they must lead in a profitable and economical way. The CRO runs the… Read More >

Sales Management: Enterprise Field Sales vs. Inside Sales

I wanted to share the differences as well as similarities between the more complex and longer-cycle Enterprise Deals vs. Mid-Market deals where as the first type requires more Field Sales (and project-managing the complexity) while the second has more of an Inside Sales motion. It’s obvious that Mid-Market Deals have… Read More >

Leading Teams – Decisions by Consensus vs. Conviction

To have an effective decision-making process as a CEO or a CRO, you don’t want to lead with consesus. I like what David Cancel, CEO at Drift, says about consensus: “Seek Feedback, Not Consensus.” One of Drift’s Leadership Principles is: Seek feedback, not consensus. “Seek feedback to get to the… Read More >

About Me